Key job responsibilities
Drive New Business Acquisition
Own the external revenue plan, delivering against goals that you will define and metricize across various lines of businesses and services
Build and manage sales pipeline with clear visibility into conversion funnels, sales cycles, and revenue forecasts
Define, drive and iterate sales strategy for both small/medium vendors AND large enterprise customers
Lead Customer Conversion Strategy
Partner with Amazon internal teams and service providers to identify detailed needs and conversion opportunities.
Develop and refine sales playbooks, pitch decks, and ROI calculators specific to value proposition
Navigate complex internal stakeholder landscape to gain access to vendor relationships and participation into relevant onboarding processes to optimize experience
Drive improved customer experience through the entire onboarding lifecycle
Build External Customer Acquisition Engine
Define & execute multi-channel sales approaches, spanning warm lead outreach, cold lead generation, and partnership-driven opportunities
Develop customer segmentation and prioritization frameworks based on volume potential, conversion likelihood, and strategic fit
Create and test messaging, objection handling, and discovery processes that resonate with ideal customer profiles
Build, Develop, and Scale the Business Development Team
Lead and coach a diverse team of account executives and customs professionals, scale team structure based on performance and business needs
Develop comprehensive training programs, sales enablement materials, and performance management systems
Create career development pathways and identify internal talent for upskilling opportunities
Build future strategic account management capability for high-value enterprise customers
Establish Sales Operations Infrastructure and Metrics Discipline
Run pipeline, forecasting and stage discipline using a CRM you will be hands-on designing and iterating, keep the forecast current enough for leaders to plan against
Define and track input metrics (outreach volume, pitch participation, lead generation), output metrics (conversion rates, entries booked, CAC), and leading/lagging indicators
Create bi-weekly, monthly, and quarterly reporting mechanisms with clear visibility into funnel health
Develop data-driven frameworks for lead qualification, account prioritization, and resource allocation
Drive Cross-Functional Collaboration and Stakeholder Management
Influence without authority across various internal and external teams and organizations
Co-create joint value propositions with partner organizations, establishing shared goals and integration of BD functions into relevant business cadences.
Coordinate with Operations and Supply Chain teams on capacity planning to ensure seamless customer delivery as volumes scale, influence organizational and process design consistent with Customer needs.
Align with Product roadmaps on a multi-year horizon, to use automation in the sales process, and feed Customer insights into feature prioritization and delivery
Manage escalations and remove blockers that impede customer acquisition or onboarding
Refine and Evolve the Commercial Strategy Based on Customer Learning
Execute existing BD strategy framework while refining it against customer feedback and conversion data
Develop detailed sales processes, discovery scripts, and competitive positioning for the Account Executive team
Optimize conversion rates and accelerate sales cycles through experimentation and iteration
Capture Voice of Customer (VoC) insights to inform product roadmap, pricing strategy, and service offerings
Build business cases for incremental investment in tools, marketing, or headcount based on demonstrated ROI
Own Pricing for Brokerage and Services – including rate cards, discount criteria, and the service scope delivered at each price point.
Own the marketing and branding function, including the events calendar and the customer communications channel
Resource digital advertising, campaigns and events to reach new customers and diverse audiences
About the team
Amazon Customs & Trade (ACT) powers customs clearance and trade compliance for one of the world's largest and most complex supply chains. We have built services and technology that dramatically outperform industry standards for compliance, accuracy, and cost. Now we are bringing our services to serve customers across global trade.
7+ years of developing, negotiating and executing business agreements experience
7+ years of business development, partnership management, or sourcing new business experience
7+ years of professional or military experience
Experience managing P&L
Experience in trade compliance, customs operations, customs brokerage, supply chain, logistics or similar
Experience engaging and presenting to senior executives (CXO level).
Experience working with emerging technologies
MBA
U.S. Licensed Customs Broker (LCB) and/or similar import and export licensing and certifications.
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit https://amazon.jobs/content/en/how-we-hire/accommodations for more information. If the country/region you’re applying in isn’t listed, please contact your Recruiting Partner.
The base salary range for this position is listed below. Your Amazon package will include sign-on payments and restricted stock units (RSUs). Final compensation will be determined based on factors including experience, qualifications, and location. Amazon also offers comprehensive benefits including health insurance (medical, dental, vision, prescription, Basic Life & AD&D insurance and option for Supplemental life plans, EAP, Mental Health Support, Medical Advice Line, Flexible Spending Accounts, Adoption and Surrogacy Reimbursement coverage), 401(k) matching, paid time off, and parental leave. Learn more about our benefits at https://amazon.jobs/en/benefits.
USA, TN, Nashville - 169,300.00 - 229,000.00 USD annually
USA, VA, Arlington - 188,100.00 - 254,500.00 USD annually
USA, WA, Bellevue - 188,100.00 - 254,500.00 USD annually
